Business Development Representative
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Job Description
Business Development Representative generating enterprise pipeline for SH/FT, a consultancy bridging marketing strategy, data, and technology. Selling consulting and implementation outcomes to Fortune 500 organizations.
Responsibilities:
- Generate and qualify pipeline by identifying enterprise organizations with fragmented digital ecosystems
- Identify organizations underserved in lifecycle and data strategy, marketing automation, web experience, and revenue operations
- Connect operational gaps to SHIFT’s consulting and implementation capabilities
- Craft relevant cold outreach messages to points of contact within target accounts
- Partner with GTM and Client Partner team members to build pipeline and develop targeted campaigns
- Source new sales opportunities through inbound lead follow-up and outbound cold calls and emails
- Listen for client buying signals and engage in business conversations with CMOs, CTOs, and VPs of Marketing
- Route qualified opportunities to the appropriate Client Partner for further development and closure
- Achieve monthly and quarterly quotas
- Research accounts, identify key players, and generate interest
- Maintain and expand the prospect database
- Support pre-meeting preparation with Client Partners and Delivery Leads
- Collaborate with technical and delivery teams to communicate the consultancy’s experience and scope hours against client requirements
- Conduct and facilitate effective first-call meetings to validate opportunities and qualify them to the next sales-cycle stage
Requirements:
- 2-4 years of sales experience specifically within a professional services agency or consultancy
- Ability to research an organization’s tech stack and identify specific pain points where a consultancy can add immediate value
- Experience using 6sense or similar intent platforms to identify in-market accounts and prioritize outreach based on buying signals
- Proficient in Salesforce.com for pipeline management
- Proficient in Chorus for call analysis, coaching, and deal tracking
- Demonstrated success using LinkedIn Sales Navigator and other social selling platforms
- Experience managing high-intent leads from real-time sources, specifically Adobe Dynamic Chat or similar conversational marketing bots
- Proven experience working within a fast-paced agency or professional services consultancy environment, especially within the Adobe or Salesforce ecosystems
- Understanding of selling hours and outcomes rather than seats and licenses
- Familiarity with enterprise ecosystems and martech stacks, such as Adobe or Salesforce
- Proven track record of identifying, engaging, and navigating long sales cycles of Fortune 500/Enterprise organizations across VP and C-level decision-makers
- Ability to pivot quickly from outbound tasks to engage internally identified high-intent leads
- Ability to translate 6sense intent data into personalized messaging
- Ability to utilize Chorus insights to self-coach, refine scripts, and improve discovery questions
- Ability to orchestrate outreach across phone, email, LinkedIn, and other channels
- Ability to manage inbound leads, outbound warm accounts, and administrative CRM hygiene
- Comfortable balancing deep-work prospecting with the urgency of live chat requests
- Open to feedback and continuous performance improvement
- Early adopter mindset toward sales technology
- Consultative approach to understanding complex Adobe and Salesforce ecosystems
- Candidates must have current US or Canada work authorization
- No relocation assistance is offered
Benefits:
- Competitive compensation aligned with your experience and impact
- Remote flexibility
- Collaborative culture that values diverse perspectives and innovative thinking
- Work that makes a measurable difference for your clients
- Medical
- Dental
- Vision
- STD/LTD
- Life/AD&D
- Flexible Paid Time Off
- Various other ancillary benefits and perks
- No relocation assistance can be offered at this time
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